About the roleWe're looking for an experienced Senior Director of Enterprise Sales to drive strategic revenue growth across some of the world's largest pharmaceutical and biotechnology organizations.
This is a senior individual-contributor sales position designed for someone who knows how to navigate complex enterprise environments, engage C-suite stakeholders, and close multimillion-dollar strategic partnerships.
You'll be responsible for building and expanding relationships across large pharmaceutical accounts, positioning Aika as a transformative platform for clinical development, and managing sophisticated sales cycles involving clinical operations, R&D, digital transformation, procurement, and executive leadership.
This is an opportunity to join a high-growth business with strong market traction, an established customer base, and a platform that's creating an entirely new category within life sciences technology.
KEY RESPONSIBILITIES
ENTERPRISE SALES & REVENUE GROWTH
- Own and execute an enterprise sales strategy targeting large pharmaceutical and biotechnology organizations.
- Drive multimillion-dollar enterprise opportunities from initial engagement through negotiation and close.
- Consistently deliver against ambitious annual revenue targets.
- Develop strategic account plans to identify new business opportunities across enterprise pharmaceutical accounts.
- Build and manage a high-value pipeline with clear qualification, forecasting, and deal progression.
- Identify opportunities to expand Aika's adoption across multiple therapeutic areas, business units, and geographies.
STRATEGIC ACCOUNT ENGAGEMENT
- Establish trusted relationships with senior executives across R&D, Clinical Operations, Clinical Development, Digital Transformation, and Procurement.
- Navigate complex buying committees involving multiple stakeholders, competing priorities, and enterprise procurement processes.
- Position Biorce as a long-term strategic partner rather than a traditional technology vendor.
- Understand customers' clinical development challenges and articulate the financial, operational, and strategic value of Aika.
- Lead executive-level presentations, strategic workshops, and commercial negotiations.
COMPLEX DEAL EXECUTION
- Manage sophisticated enterprise sales cycles involving multiple decision-makers, legal reviews, procurement, and commercial negotiations.
- Develop compelling business cases demonstrating measurable ROI, operational efficiencies, and accelerated clinical development timelines.
- Collaborate with Scientific Solutions Consulting, Product, Customer Success, and executive leadership to advance strategic opportunities.
- Structure and negotiate complex commercial agreements, including enterprise-wide partnerships.
- Maintain strong forecasting discipline and accountability throughout the sales process.
MARKET DEVELOPMENT & COLLABORATION
- Serve as a senior commercial representative of Biorce across the pharmaceutical industry.
- Build relationships with key industry decision-makers through strategic networking, conferences, and industry events.
- Provide market intelligence and customer feedback to help shape product development and commercial strategy.
- Collaborate closely with commercial leadership to refine enterprise positioning, competitive differentiation, and go-to-market execution.
- Help establish Biorce as a category leader in AI-powered clinical development.
WHAT WE'RE LOOKING FOR
REQUIRED QUALIFICATIONS
- 10+ years of enterprise sales or business development experience, ideally within life sciences technology, clinical trial technology, or pharmaceutical software.
- Demonstrated success selling complex technology solutions into large pharmaceutical and biotechnology organizations.
- Proven track record of closing multimillion-dollar enterprise deals and consistently achieving or exceeding revenue targets.
- Established relationships with senior decision-makers across pharmaceutical R&D, Clinical Operations, and Clinical Development.
- Strong understanding of enterprise pharmaceutical buying processes, including procurement, legal negotiations, and executive sponsorship.
- Experience managing long, complex sales cycles involving multiple stakeholders and significant commercial commitments.
- Ability to engage confidently with C-suite and senior executive stakeholders.
- Strong commercial acumen, negotiation skills, and strategic account planning capabilities.
- Comfortable operating in a fast-paced, high-growth environment with significant ownership and accountability.
PREFERRED QUALIFICATIONS
- Experience selling clinical technology platforms, including EDC, CTMS, eCOA, clinical data solutions, trial design, or related enterprise software.
- Familiarity with AI, machine learning, and digital transformation initiatives within pharmaceutical R&D.
- Experience selling platform-level or enterprise-wide solutions rather than standalone products.
- Existing relationships within Top 20 or Top 50 global pharmaceutical organizations.
- Experience introducing innovative or category-creating technologies into traditionally complex industries.
- Background working with high-growth SaaS, healthtech, or life sciences technology companies.
WHAT SUCCESS LOOKS LIKE
- Develop and convert a strong pipeline of high-value enterprise pharmaceutical opportunities.
- Secure strategic, multimillion-dollar commercial agreements with leading pharmaceutical organizations.
- Establish trusted executive relationships across target accounts.
- Consistently achieve or exceed individual revenue targets.
- Expand Biorce's footprint within large enterprise accounts and create opportunities for long-term partnerships.
- Contribute directly to Biorce's growth as a leading AI-native clinical development technology company.
Compensation range- US: $150,000 - $200,000 gross annually*
- Other locations: Compensation will be discussed during the interview process
*Final compensation will be determined based on the candidate's qualifications, skills, and previous experience
By submitting this application, I agree that my personal data will be collected, processed, and retained by the company solely for the purposes of managing and assessing my candidacy.
